If you suck at selling...

[HotHolly]

A few people have been asking me about selling recently. Selling - like selling prints, selling your services, booking clients, etc.

Here is a book you should read. I figured out most of this by trial and error...Which took way longer than reading a book. Its short. Sweet. Concise.

Take the principles and apply them to photography sales and you'll increase your bookings and your post-session sales. Good stuff.

[bondarnes]

An excellent book Holly. Everything I have read by Bryan Tracy is full of great stuff. But who wants to read a boring sales book when I could be figuring out my favorite f-stop or the true meaning of bokeh. I'm sure those would put more money in my pocket than learning how to be a great sales person.

[JohnT]

Thanks, Holly! It's on my short list. :-)

Don, you're too funny.

[CaptainTom]

Originally Posted by bondarnes

An excellent book Holly. Everything I have read by Bryan Tracy is full of great stuff. But who wants to read a boring sales book when I could be figuring out my favorite f-stop or the true meaning of bokeh. I'm sure those would put more money in my pocket than learning how to be a great sales person.

But Don, if you don't have any customers, what difference does it make that you have a favorite f-stop or great bokeh ?? Jeesh, sounds like you haven't been in the business long ??

What? Thirty years !!! Oops ! Never mind.

[HotHolly]

Originally Posted by bondarnes

An excellent book Holly. Everything I have read by Bryan Tracy is full of great stuff. But who wants to read a boring sales book when I could be figuring out my favorite f-stop or the true meaning of bokeh. I'm sure those would put more money in my pocket than learning how to be a great sales person.

lol! YOU ARE SO FUNNY!

It took me about 2 seconds after my 1st potential client called for me to realize the sale starts on the phone. You can't get clients if you cant get past the - how much do you cost? question that inevitably spews out of their mouth as soon as you say hello. I wish I'd found his stuff earlier. Trial and error takes forever. Its not very cost efficient either. Spend $8. Its SO worth it.

[CaptainTom]

I'll give you $8 for your copy. Amazon wants $13.59

[HotHolly]

Originally Posted by CaptainTom

I'll give you $8 for your copy. Amazon wants $13.59

Im keeping mine forever. Its THAT helpful.

Here is one for $6.99.

[CaptainTom]

Originally Posted by HotHolly

Im keeping mine forever. Its THAT helpful.

Here is one for $6.99.

Thanks Holly
I've ordered my copy...

[movingex]

Originally Posted by HotHolly

A few people have been asking me about selling recently. Selling - like selling prints, selling your services, booking clients, etc.

Here is a book you should read. I figured out most of this by trial and error...Which took way longer than reading a book. Its short. Sweet. Concise.

Take the principles and apply them to photography sales and you'll increase your bookings and your post-session sales. Good stuff.

I just ordered a copy. I suck at selling and this is one area that I really hope to impove in this year. Selling and marketing, and networking.

[christina]

thanks for the book idea. i suck at selling too.
i am an order taker, not a seller, i have learned that much.

[HotHolly]

lol. That's funny. I used to say I suck at sales. I'd rather buy stuff than sell it. lol.

There's a method to selling. I used to think it was charisma. It may be in part, but by far, that is not it.

Selling is not intrinsic to most people. It must be learned. Im an introvert, so it was like pulling teeth to me in the beginning. Not being poor is a serious motivator to learn quickly. So I did learn and I am still learning.

My business has progressed into word of mouth referrals only with one of the highest prices in this area. That was all selling (with a lot of fumbling in between). From getting the person on the phone/internet to come in to talk, to getting them to book, to getting them to buy, and then refer you to their friends. Its all selling. This book broke all that stuff down nicely.

You'll know you are in business for real when you realize the majority of your time is dedicated to sales, not to photography. Oh, the irony of being called a photographer.

[CaptainTom]

I went to the Bridal show in Ft. Worth today.
You could see the prosperous photographers were the ones who had sales material, sales staff, sales orientation. There were other photographers there who had good photos, but weren't busy because they were "art" oriented and not "sales" oriented.

[christina]

i never thought of it that way tom. i have a biz to biz chamber expo in April.
what made them look "sales" oriented? i have to start making my materials and i dont know what i want to take since postcards and brouchers havent worked in the past. they just throw them in the bag and go on and never call.

[HotHolly]

Originally Posted by christina

i never thought of it that way tom. i have a biz to biz chamber expo in April.
what made them look "sales" oriented? i have to start making my materials and i dont know what i want to take since postcards and brouchers havent worked in the past. they just throw them in the bag and go on and never call.

What do you want them to do? Make your stuff revolve around that premise. The bridal fair peeps want brides to book weddings. There is a clear tangible goal. Whats yours for the biz to biz fair?

[christina]

Originally Posted by HotHolly

What do you want them to do? Make your stuff revolve around that premise. The bridal fair peeps want brides to book weddings. There is a clear tangible goal. Whats yours for the biz to biz fair?

infants and chldren. i want to build my biz with my baby plan and milestones (18m-5y kids)

my goal would be to meet mommies with disposable income who value portaits and have friends like them who have money.